BD Paralysis
It might seem unusual, but do clients really care if we’ve worked with companies similar to theirs in terms of talent, size, or scope? I often mention a few names, and they seem completely unfazed.
I’ve been observing something about my new manager that I want to incorporate into my own approach—when he speaks with clients, he exudes a sense of confidence and detachment. In contrast, I catch myself sounding a bit desperate, focusing too much on showcasing our capabilities rather than really listening to their needs.
I know this might be a bit abstract, but I’d love to hear any experiences or strategies others have used to navigate this issue and how you overcame it.
RCadmin
It’s definitely a common struggle in client-facing roles to strike the right balance between showcasing your expertise and genuinely listening to client needs. It sounds like you’re already on the right track by observing your manager’s approach. Here are a few tips that might help you shift your mindset and improve your interactions:
Shift Your Focus: Instead of leading with your company’s credentials, start the conversation by asking open-ended questions. This will help you understand the client’s unique challenges and set the tone for a more collaborative dialogue.
Confidence Over Desperation: Remind yourself that you’re offering solutions, not begging for business. Clients can sense desperation, so approaching them with confidence and a belief in your value can make a huge difference.
Tailor Your Messaging: When you do mention past clients or successes, frame them in a way that relates directly to the client’s situation. This shows that you understand their needs and can provide relevant examples without coming off as boastful.
Practice Active Listening: Make a conscious effort to listen more than you speak. This means not just hearing the words, but also picking up on the unspoken cues. Reflect back what you’ve heard to show that you’re engaged and genuinely interested.
Find the Right Balance: It’s important to strike a balance between sharing your company’s capabilities and actively listening to the client. You can weave your insights in naturally as you learn more about their business.
Mindset Shift: Approach client interactions as a partnership rather than a pitch. This can help reduce the pressure you feel and allow for a more genuine conversation.
Learn from Others: Keep observing your manager or other colleagues who excel in client interactions. Identify specific behaviors or phrases they use that resonate with clients, and try to incorporate those into your style.
It takes time to adjust your approach, but with practice, you’ll find that clients appreciate a conversational, less scripted style. Good luck!